Author

Dan Burtan

Role

Bio

It might be cliché to point out that the buyer experience has changed, but it’s certainly worth revisiting from time to time. Why? Because even though the vast majority of marketers understand that their customer is now looking for custom content, surf social media sites and shop with their mobile phones, far too many haven’t…

As sales organizations become more process driven and scientific, sales operations has taken on a new level of importance. The best sales teams are equipped with the data, tools, and technologies that will take them to the next level and help drive sales success. We have identified 50 sales operations tools and vendors to help your…

Sales productivity is increasingly important in an industry where sales teams need to respond quickly to the needs of both prospects and customers. Unfortunately, only 30% of a sales rep’s day is dedicated to core selling activities. We have gathered over 50 selling tools to help your sales organization increase productivity and hit sales goals with…

Sales enablement is a powerful tool to increase sales and drive business growth. It helps sales teams deliver the right message at the right time to prospects. When sales people are on message, they convert leads and close opportunities faster. But the selling space is becoming more complex, and it is increasingly difficult to align…

Predictive analytics are increasingly important to businesses as they become more scientific in their sales processes. Companies are collecting large amounts of data but aren’t always sure how to use this information. Predictive tools allow sales and marketing teams to apply historical data to future events to boost their efficiency, save time and money, and drive…

Sales enablement has caught on like wildfire. And considering 55% of top-performing companies are investing in sales enablement (Forbes), it’s no surprise that technology vendors are flooding to the marketplace to claim a piece of the pie. But with so many different companies promising to alleviate your sales productivity woes, how do you know what…

Sales people are under an incredible amount of time pressure. They are expected to generate new business, manage existing opportunities, and even upsell customers. The result is balls get dropped. And that will have a direct impact on your company’s revenue. Consider that the average sales person spends just 30% of their day focused on…

Account Based Selling is a B2B sales model that uses an account-based approach, rather than a lead-based or contact based approach, to predict which companies are ready and likely to buy. Under this model, sales teams focus on a set of highly-targeted, high-value accounts with the goal to convert them to customers. To do so successfully requires talking to the right people, at the…

Today’s B2B buyers are more informed and more independent than ever. Before they talk to any seller, they research, access product reviews, find pricing, and ask peers for recommendations. Sales and Marketing teams must have a close working relationship and the right training in order to succeed; Sales primary concern is to fulfill demand while…